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Do You Have What It Takes to Coach Your Sales Team to Success? - Janice Mars, SalesLatitude
Do You Have What It Takes to Coach Your Sales Team to Success?

So, you were a successful sales person in the past because you were good at doing. But now you’re in sales management. Do you know how to coach your team to success as a sales manager? Or are you still acting like the super sales rep – taking over and making things happen?

How to End the Love-Hate Battle Between Sales and Marketing - Janice Mars, SalesLatitude
How to End the Love-Hate Battle Between Sales and Marketing

Sales and marketing need each other and must figure how to provide value on both sides and achieve common goals. So why is there still a love-hate battle between sales and marketing? Much of the rift has to do with marketing not understanding sales and sales not understanding marketing. But it can go deeper than that.

Two Crucial Things You Must Do for Sales Training to Be Successful - Janice Mars, SalesLatitude
Two Crucial Things You Must Do for Sales Training to Be Successful

Sales training can take a ton of time and money, but many programs fail to get desired results or have a lasting impact. Here are two key things you can do to ensure that your sales training “sticks” and provides long-term value.

If Your Customer Is Stupid, Then What Are You? - Janice Mars, SalesLatitude
If Your Customer Is Stupid, Then What Are You?

If I hear a sales person say their customer is stupid (or something similar), then it’s one too many times. There are multiple issues with this point of view. And if, after reading this post, you still don’t understand what’s wrong with calling your customer stupid, then maybe it’s time for a change.

Small, Tactical Sales Changes that Make a Huge, Lasting Impact: 6 Steps - Janice Mars, SalesLatitude
Small, Tactical Sales Changes that Make a Huge, Lasting Impact: 6 Steps

Change is hard, but small, tactical sales changes can make a positive impact on sales team effectiveness. This is not about big, strategic sea change here, nor the Prosci ADKAR Model for Change. Here’s why you need to stop cringing and start embracing change.

Big vs. Small Sales Deals: Does Size Really Matter? - Janice Mars, SalesLatitude
Big vs. Small Sales Deals: Does Size Really Matter?

What are small sales deals vs. large deals? How does deal size change the sale? Lots of interesting conversations lately about the differences and similarities of small and large deals. What do you think?

What Resonated with You the Most? My Top Blogs for 2017 - Janice Mars, SalesLatitude
What Resonated with You the Most? My Top Blogs for 2017

My top blogs for 2017 tell me what’s on your mind, what’s important to you, and what I should write about next. And the one topic that seemed to resonate the most with you was…